You can create a new Microsoft commercial marketplace co-sell opportunity in Tackle, or if you are using the Tackle for Salesforce integration, you can submit a new or existing opportunity from Salesforce.
Create a Microsoft co-sell opportunity
In Tackle, go to the left menu and click Co-sell
Click Create.
For Opportunity details, enter the information about your referral. Note that there are two field names and the notes are the same for both.
Cloud: Microsoft
Field name: Estimated value
Field name: Solutions
Notes: You'll need to provide an estimated value, your best guess as to how much the opportunity will be worth once it is closed as won. Be sure to include only the software (not hardware) portion of your product in this estimate.
Solutions
You must have already set up the product details in order for this to work.
Microsoft
Under Your contact information, enter the details about the primary sales contact from your organization.
Under Buyer company information, enter the details about the company you are working with.
Under Buyer contact information, enter the details about the person you are working with at that company.
Under Additional details, provide any supporting information about the opportunity. Note that there are two field names and the notes are different for each.
Cloud: Microsoft
Field name: The type of help needed from Microsoft
Notes: Depending on what you enter in these two fields, Microsoft determines what type of deal you are using (private, co-sell or partner-led). Learn more about types of co-sell opportunities.🔗
If you are unsure what to choose select General or other. This connects you with a Microsoft account executive.If No help required is selected, this referral will be partner-led. If any other option, then it will be a co-sell.
Cloud: Microsoft
Field name: Would you like Microsoft to view this deal?
Notes: If you answer yes, then the referral will be either be partner-led or co-sell and will be visible to the Microsoft Sales team.
If you answer no, then it will be private and Microsoft won’t be able to view this referral
Click Submit. The opportunity will be submitted directly to the Microsoft cloud partner.
Tip
For more information about the content needed to create a co-sell see the Microsoft documentation🔗.
Approve a Microsoft co-sell request
If you are using the Tackle for Salesforce integration, you can submit co-sell requests from Salesforce for approval before they are sent to the cloud. This is good for:
Testing your Salesforce app integration, allowing you to review in Tackle before submitting to the cloud marketplace
Using it as training wheels for your sales teams. This helps them submit high quality co-sell deals from Salesforce. Once your team is confident, you can toggle this off at any time.
This approval process is enabled by default in Tackle. The internal review can be set for each marketplace. Currently AWS and Microsoft are supported.
To disable the approval process for a marketplace in Tackle, go to Account settings > Co-sell > find the marketplace you want and click the toggle to OFF.
When Approval Process is enabled for a marketplace
When the approval process is enabled, you'll see co-sell opportunities that were submitted from Salesforce appear in Tackle. These opportunities will be in Internal Review status when they appear and need to be reviewed and submitted to the cloud.
To approve and submit a co-sell request:
Find and filter your opportunities to see opportunities in Internal Review status.
Review and edit any details in the opportunity.
When you're ready, scroll to the bottom of the page and select Submit. You can also save and return to this later. To save for later, delete or save the draft.